ABSTRACT
TH E IN TERDEPARTM ENTA L INFLUENCE O F MANAGERS: IN D IV ID U A L AND SUB-UNIT PERSPECTIVES
This paper examines the extent to which managerial influence over groupinterdepartmental decisions is derived from sub-unit contingencies or is due to more individualistic characteristics of the manager. Both individual and sub-unit perspectives are presented in a framework composed of seven power factors each of which is investigated empirically. The major finding from a survey of 142 departmental managers is that individual managerial expertise is more important than sub-unit-based power with access to and control of information being of equal importance. We suggest that the investigation of managerial influence from a sub-unit perspective alone may be insufficient and that, in certain circumstances, both individualistic and sub-unit perspec tives should be taken into account.
